Bøger af Tom Snyder

From the creators of SPIN Selling®--a groundbreaking strategy for selling at a premium price every time.Do you frequently discount to win business? Do your customers ignore the differentiators you believe you bring to the marketplace? Does your brand seem to matter less tocustomers today?Great products, stellar service, and a strong brand are just prerequisites today. They no longer differentiate. If you don't do something radically different soon, you will become unnecessary to customers.Integrating the most comprehensive research in the selling profession with years of realworld application by leading sales organizations, Huthwaite, Inc., creator of SPIN Selling®, brings you Escaping the Price-Driven Sale. This book builds on Huthwaite's history of providing groundbreaking concepts with straightforward guidance for execution.Sellers who master requisite new skills can dominate their market and virtually eliminate their competition. Those who fail to make the adjustment are doomed to irrelevance. Escaping the Price-Driven Sale reveals how sellers can become differentiators themselves by providing insight that customers cannot find elsewhere.In this book you will discover: The tectonic shift in today's market that has irrevocably changed the nature of consultative sellingFour strategies for selling at a premium-even in acommoditized marketHow to create lasting behavior change, individually andorganizationally, to succeed in today's marketplace

While basic techniques of test-driven development are simple to understand, real-world application requires knowledge of tools and techniques to effectively create, run and organize tests. This book bridges the gap between simple concepts and complex application. Ideal for Java developers, this book explains how to use test-driven development to improve J2EE construction. Not version-specific, this unprecedented book explains development tools and methodologies in conjunction with real-world cases and examples. It includes the use of open source unit testing frameworks such as JUnit and its extensions. The authors include complete stages: test coverage strategies, test organization, TDD incorporation, and automation. Two appendices are also included, for test planning and reference.